Page 15 - How to Sell Cloud Services for Resellers - HSCR
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Changes from traditional engagement?
• Our Mindset – Product, Service & Solution to Business Value
• Size of Initial Deal – start small and grow – “consumption”
• Who we talk with – TDM and BDM and Users
• What we talk about
• Timing
• Buyer tactics – Trial/POC
• Customer Satisfaction – “cloud services” = service industry
• Customer Loyalty
• Commission Plan
• Sales Style.
